Document Type : Original Manuscript
Authors
Department of Economics and Marine Insurance, Faculyu pf Economic and Management, Khorramshahr University of Marine Sciences and Technology, Khorramshahr, Iran.
Abstract
One of the most important issues in international marketing is the selection of export target markets, which is the first step in the process of internationalization of companies. In this study, the factors influencing the selection of export target markets of Iranian electricity industry in Persian Gulf countries were investigated. The influencing factors were studied and categorized into six dimensions, including political, market potential, economic, cultural, infrastructural, and legal factors. The views of experts, electricity industry professionals, and senior executives and representatives of Iran's foreign electricity exporters in the Gulf countries were examined. The statistical population of this research consists of 86 executives of the exporters of products of the electrical industry in Iran. In this research, the standard questionnaire for assessing the model of international markets by Wood and Robertson (2000) with 59 items was used. The questionnaire has content validity and reliability with a Cronbach's alpha of 0.819. The Friedman test was used to prioritize the effective factors and indicators (questions). To examine the role of demographic variables, independent t-test and analysis of variance (ANOVA) were performed using SPSS software. The average index was used to analyze the data. The results obtained show that among the dimensions studied, the variable of market potential is the most important dimension in the selection of target markets. After that, in order of importance, legal and legislative, economic, political and infrastructural aspects are the most effective aspects, and finally, culture was found to be an unimportant dimension in selecting export target markets of Iranian electricity industry in Persian Gulf countries.
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